Regardless of how aggressive or conservative your sales growth goals are for your business this year, your plans will involve some level of prospecting for clients.  Unfortunately, statistics show that 50% of sales time is wasted on unproductive prospecting (The B2B Lead)…WOW!  Who can afford to waste 50% of their time on unproductive activities?  Couple that with 48% of sales people never follow-up with a prospect and “Houston, we have a problem”!

Why don’t most sales people prospect?
Chances are the reasons fall into 3 main categories:

• Desire:  You don’t need the business or you aren’t very interested in the process.
• Fear:  You are afraid of being rejected or don’t know how to sales prospect.
• Focus:  You are too busy reacting to your business to work on your business.

What is your reason for not prospecting?  Desire, Fear, or Focus?

For those of you who suffer from fear or lack of focus, here are some things to consider if you want to be a top performer.

3 steps to eliminate the fear of prospecting:…read more here